Questions To Ask Life Insurance Prospects – You heard it said: Show, don’t tell. It highlights an important truth: people are more influenced by experiences and discoveries than if someone simply told them the facts or information.
What is “look” when selling life insurance? By asking the right questions, your prospects’ answers give them the answer—rather than you tell them—about their life insurance needs.
Questions To Ask Life Insurance Prospects
More than 59% of people without life insurance – 73 million people – say they need it, showing awareness of the importance of life insurance. Another 29 million Americans are underinsured and know they need more life insurance coverage. More and more people are realizing that they need life insurance every day. But this potential investor is not yet life insurance.
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Why do more than 102 million Americans say they don’t have major life insurance? As a marketer, it is up to you to explore the many different perspectives of not having life insurance or being underinsured. You can convert prospects into customers by asking questions that help them come to their own conclusions about how important life insurance is to them and their family.
The answers to important life insurance questions help guide them to improve their insurance policy. Read on to find out the types of questions you can choose to ask and how the answers can turn into sales.
Some of the questions you may ask prospects are not easy, but when your prospect answers them, they will take you a few steps closer to closing the deal. Remember that in conversations with your prospects, you want to avoid even or no questions, and focus on open-ended questions that encourage dialogue.
This is a great question to ask for perspective. He calls them to give a round number. They might say “one million” or something. You can follow it up with “Why do you say?” or “What would your family do with money?” This is a good question to try if you can still get to know the prospect and are already starting to assess their needs or create their own questionnaire. These types of questions are both open and non-threatening.
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You will likely walk into interviews with potential clients who will see you as a competitor rather than a professional looking to help them with their life insurance needs. They might answer with a ridiculous amount like “a trillion dollars”. If this happens, they have answers ready to respond with the same cheerfulness and direct the conversation to better life insurance needs.
This question asks the prospect to indicate what they know or think about life insurance. Do not try to prejudge their answers or interrupt them as they develop their ideas. The answer can help you find many ways to present the products you have to offer.
With these types of questions, be sure to hear some pretty extreme myths about life insurance. When responding, he respectfully acknowledges the other person’s views or opinions. You can gently guide them to the right answer about life insurance, bringing them one step closer to closing the sale.
One of the most common objections to buying life insurance is that it “costs too much.” According to the annual life insurance survey, more than half of Americans underestimate the cost of life insurance. Millennial consumers believed life insurance premiums for a typical 30-year-old were up to six times higher than they were.
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The answer to this question can easily lead you into a conversation about how much your products cost ‚ and you can be in a good position to pleasantly overwhelm them. If they estimate the potential cost of their life insurance, it is easy to talk about more affordable premiums to close the deal.
Top life insurance agents say it’s not as easy to become a salesperson as it is to learn the art of asking the tough questions. This question is probably associated with “annoying” for most people. It is also to the point. The answer may surprise both your prospect and you, and is sure to lead to a positive conversation about benefits and needs.
If you’ve received a lead, the perfect place to start is by asking them what they feel when looking for life insurance options. The question automatically opens up a natural conversation about their life circumstances and needs. You can follow up with them by asking them about their financial priorities. This question opens a dialog box that helps you to configure the following questions. You can offer information about the products you sell and tailor them to the needs of the potential buyer.
This question is useful for several reasons. First, he can determine if the prospect has other life insurance, such as through his employer. It can help you start the process of finding an answer. It can also help you determine where to place your prospect in the product stack.
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This is another difficult and uncomfortable question to ask, but it’s worth asking because it speaks to the heart of why people need life insurance – not just for themselves, but also for their spouse. If a spouse dies – even one who does not work outside the home – there can be end-of-life expenses, credit expenses, credit payments and mortgage payments.
The answer will not be convenient for your expectations, but it makes you think carefully and consider what could happen if such a tragic event were to occur. when he asked such difficult questions that they might not be impertinent. The response offers you the ability to listen carefully and respond with the products you offer that can meet their needs.
Many people have not thought about life insurance for other family members. In the case of the spouse not working, the breadwinner in the family did not consider the expenses incurred if the spouse died. But if a man takes care of the children in the house, how will he provide care without them? Other issues include final expenses in the event of the child’s death. A long illness can also add to the total significantly if a spouse or child dies. This and the preceding question encourage your potential customers to consider life insurance as a proposition for the entire family.
This is a way to avoid the problem of “death” right away, but it still requires waiting for financial consequences if they die. Remember that you start the conversation with your perspective about the real needs that arise and the reason behind the life you enter. This is an easy question to consider when assessing your family’s financial needs and how life insurance can provide for them.
Life Insurance Sales Training Listening And Asking The Right Questions
10. If you were driving to work and hit a drunk driver, how much do you think your family would be saved?
This is another “difficult” question, but a little less difficult than “If you died tomorrow.” Also, the fact that few people tend to think about themselves and presents the question of financial resources for their family in a different and unusual way. They are also likely to know someone who has been injured in a drunk driving accident, perhaps even another family member.
Sometimes the prospect may have objections to buying insurance that you can address with good examples, but asking these questions can also help to overcome the objections. Think of your conversations with potential customers as conversations about their business and their family’s financial needs. They can build relationships with customers and make more sales.
You can save time talking with customers looking for answers that will help you create the best life insurance for them. By being a good listener, you can create more from your questions to help your prospect think for himself about how life insurance can benefit them and their family.
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Time is precious to all of us, and you can maximize the time you have to work with clients and ask them great questions while driving high-quality life insurance. Nectar generates real-time life insurance for you. Every customer you get as a qualified lead through Nectar already has some questions you can ask. Everyone wants to do what they want to do.
This article describes Nektar’s features as a public publication. Features are subject to change at any time. This article is for informational purposes only, is not a guarantee that using Nectar will help you achieve specific business or financial results, and is not intended to serve as a sole recommendation for any financial decisions. When you field calls to sell insurance, you often find yourself hanging up over and over again. One of the biggest mistakes made by